4+ years in Deal Desk, Sales Operations, Quoting, or Quote-to-Cash roles, preferably in B2B SaaS
1+ years of people management experience or readiness for a management role
Hands-on experience with CPQ platforms (Salesforce CPQ or similar)
Strong Excel skills for building and maintaining pricing calculators
Experience collaborating with Sales, Business Systems, Finance, and Product/Marketing teams
Excellent attention to detail, ensuring accuracy before deals reach customers
Effective communicator, able to manage competing priorities under pressure
Responsibilities
Manage and develop a team of analysts, setting priorities and ensuring timely quote and proposal turnaround
Coach team on complex quoting scenarios and serve as an escalation point for sales reps
Oversee the creation and accuracy of sales quotes, pricing calculators, and proposals
Set quality standards and review processes to minimize errors in proposals
Act as the business-side owner of CPQ testing and configuration issues
Prioritize CPQ enhancement requests based on their impact on deal velocity
Partner with IT on user acceptance testing for CPQ releases and pricing model rollouts
Build self-serve resources to reduce repetitive ad hoc requests from sales reps
Collaborate with cross-functional teams to standardize go-to-market processes related to quoting
Benefits
Opportunity to lead a high-throughput team in a fast-paced environment
Engagement with multiple departments, enhancing cross-functional collaboration skills
Focus on continuous improvement and process optimization
Potential for career growth in management and strategic roles
Access to resources for professional development and training
Full Job Description
About the Role
We're hiring a Sales Operation Manager to lead the team responsible for quote creation, pricing calculators, and proposal generation across our sales organization. This role owns the day-to-day execution of our quoting function while also driving improvements to our CPQ platform, ensuring compliance across product lines, and acting as the connective tissue between Sales, Marketing, Product, Finance, and Business Systems on go-to-market process standards.
You'll manage a small, high-throughput team supporting a fast-moving sales org - balancing hands-on people leadership with strategic ownership of the tools and processes that make deals move faster and more accurately.
What You'll Do
Team Leadership
Manage and develop a team of analysts setting priorities, reviewing workload, and ensuring consistent SLAs on quote and proposal turnaround
Coach the team on complex or non-standard quoting scenarios; serve as the escalation point when reps need faster or more senior support
Own hiring, onboarding, and performance management for the team
Quoting, Calculators & Proposals
Oversee the creation and accuracy of sales quotes, pricing/migration calculators, and customer-facing proposals
Set quality standards and review processes for calculator logic and proposal content to reduce errors and rework
Act as the business-side owner of CPQ testing, diagnosing configuration issues, and advising on fixes with IT/Systems teams
Prioritize and track CPQ enhancement requests based on impact to deal velocity and rep experience
Partner with IT on UAT for CPQ releases, patches, and new pricing model rollouts
Ad Hoc & Rep Support
Ensure the team is responsive to ad hoc requests from sales reps without sacrificing quality or SLAs
Build self-serve resources (FAQs, templates, guides) to reduce repetitive ad hoc volume over time
Cross-Functional Process
Partner with Sales, Marketing, Product, Finance, and Business Systems to standardize GTM processes tied to quoting, pricing, and proposals
Represent the quoting function in cross-functional planning (new product launches, pricing changes, packaging updates)
Bring data and trends from the quoting queue to inform broader GTM decisions
What We're Looking For
4+ years of experience in Deal Desk, Sales Operations, Quoting, or Quote-to-Cash roles, ideally in B2B SaaS
1+ years of people management experience, or demonstrated readiness to step into a first management role
Hands-on experience with CPQ platforms (Salesforce CPQ, or similar) - configuration, testing, and troubleshooting
Strong Excel skills; comfort building or maintaining pricing calculators
Experience working cross-functionally with Sales, Business Systems, Finance, and Product/Marketing teams
Excellent attention to detail - this team is the last line of accuracy before deals reach customers
Clear, calm communicator who can manage competing priorities and rep escalations under time pressure
What Success Looks Like in the First 6 Months
Team SLAs for quote/proposal turnaround are consistently met or improved
A prioritized CPQ improvement roadmap is in place, with quick wins already shipped
Cross-functional partners (Sales, Business Systems, Product, Finance) view the team as a proactive partner, not just a quoting queue
About Aderant
Aderant is a global provider of comprehensive business management software for law firms and professional services organizations. The company offers a suite of solutions that includes time and billing, financial management, practice management, business intelligence, and CRM. Aderant serves more than 3,200 clients in over 30 countries.
